Open communication creates additional business
Open communication is a key sales strategy for earning repeat business, referrals and testimonials.
Have you ever had to sit and wonder whether someone will be contacting you, paying you, coming through on promises…? I encourage you to do a self-examination of how you rate on the same issues after reading the remainder of this blog.
The following 5 categories, regarding open communication, are what helped to set me apart as a top producer in the corporate world. In addition to enhancing business development, these topics affect all areas of your life including career advancement as well as personal endeavors.
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Punctuality
When you promise to arrive at a certain time or deliver by a specific date, it is your obligation to either do so, or forewarn the other party well ahead of time as to why you are unable to do so with a reasonable explanation. Then ask permission to proceed. Should a new date be required, ask for longer delivery than you actually believe you need in order to avoid the same again. Two times in a row of being late will deter future business. One time asking for forgiveness is almost always granted.
Honest Dialogue
Throughout the sales cycle or interviewing process, be of the mindset to not hide weaknesses. Instead, be forthright and suggest other ways in which you compensate and override the perceived shortcoming. Then ask if your way for delivery will still suit needs. Upon hearing a “Yes”, you have one of 3 mini buy-ins needed to hear Sold or Hired!
Follow-up
Keep the other party up to date on your progress and make inquiries regarding theirs. By sharing status reports, you have a friendlier business relationship. This makes it easier in the long run for developing future business and career paths.
Follow-through
Deliver everything as anticipated by asking upfront for all expectations of you. When all appears reasonable, deliver as expected, and on time. Make certain nothing is missing, and possibly surpass what was expected. Once everything is finalized, check in for level of satisfaction.
Appreciation
Thank everyone involved for helping you to achieve either the sale or acquire the new job – both verbally and with a handwritten note. The appreciation doubles as you come across as highly unique making the other parties grateful they chose you. This goes to building a powerful personal brand.
Following these guidelines will lead you to the Smooth Sale!
Read Additional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
